“Reciprocity is what you get back in return for giving help” – an interview by John Smibert.
Some time ago I published an interview with sales futurist Cian McLoughlin where he said "The 'giving is gain' philosophy is very, very important. It tends to trigger reciprocity. If I'm given something of value, innately I have this sense that I must give something back”.
More recently I heard John Dougan state that "reciprocity is the forgotten sales strategy". This was ringing bells with me so I...
“The Future of Selling - five key steps to building trusted relationships“ – A ‘Talking Sales’ discussion with John Smibert
When we first approach a new customers we have no relationship. If we identify an opportunity we start the selling process without a relationship. This cannot be ideal.
As John Bedwany told me; "Most of the pipeline that comes, no matter what type of demand generation you do, is what we call pipeline without relationships, because it’s ad hoc".
He said "We forget we’re...
“You're company and product is not enough” – Discussion with John Smibert.
The future of the sales profession is in question. There are significant recent changes – or more to the point – paradigm shifts are occurring that should be disconcerting for many salespeople and their employers – if they are aware of them.
Cian McLoughlin, has written a book on this subject which intimates that the salesperson needs to be reborn in order to adapt, survive and thrive...